We use politeness theory to predict how language may affect dispute resolution between sellers and buyers of goods purchased on-line. We expect that negative face threats will have a stronger impact than positive face threats on subjects in individualistic cultures, but that the reverse would be...

Contents: Foreword / Linda Putnam -- Introduction -- 1. Spheres of influence: Unpacking gender differences in negotiation / Mara Olekalns and Jessica A. Kennedy -- Friends, families, work: Negotiating in long-term relationships -- 2. Keeping our friends close: Friendship maintenance through the...

This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. -- Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to...

Social context shapes negotiators’ actions, including their willingness to act unethically. We use a simulated negotiation to test how three dimensions of social context—dyadic gender composition, negotiation strategy, and trust—interact to influence one micro-ethical decision, the use of...